Challenger Banking October 2016 / @burnmark_ BURNMARK / OCTOBER 2016 2 Table of Contents Introduction Infographic Insights 03Why challenger banking? 05List of challenger banks 06Geographies and Markets Regulations Technology Case Studies 14Regulatory experiments 16Technology structure 17solarisBank, Neyber and StepLadder Challenger apps Conclusion 20Screenshots and 23Who will win? features BURNMARK / OCTOBER 2016 3 INTRODUCTION Why challenger banking? Financial institutions today are facing rapid and breed of technology-driven and customer-centric Setting the tone irreversible changes across technology, customer financial institutions, aptly named challenger banks, behaviour and economy. The combined power of are bidding to transform the banking landscape as we The umbrella of ‘challenger banks’ includes multiple these three drivers is amplified by the fact that they know it. personalities of apps, websites, branches and a are often closely intertwined. Most importantly the combination of these. seismic impact of technology, in particular, is altering The UK itself has witnessed over 30 challengers the cost structure of the banking industry in such a applying for a banking licence in the past four years, Embryonic Challengers: Fintech innovators on way that what once was a barrier to new entrants has but few of these challengers will get to the launch – the banking value chain who operate only through suddenly become a bottleneck for incumbents. just 8 banking licences were granted by regulators mobile apps in partnership with traditional banks or between 2010 and 2015 and a mere 20 have been other (bigger) challenger banks. Gaining momentum quickly granted in the last 40 years. In May 2016, Masthaven Bank got the first banking licence of the year followed Real Challengers (or, just, challenger banks): Since the financial crisis of 2008-09, the banking by Starling Bank in July and Monzo Bank in August. Non-existing banks which have obtained a banking sector, especially in the developed markets, suffered The trend is similar in other parts of the world with licence in the last 3-5 years or are in the process of a heavy loss of trust and is undergoing incremental the US, Mexico, Germany, France, China, Singapore procuring a banking licence AND has digital as the reform ever since. Lower interest rates, a banking and Australia launching challenger banks in only or predominant channel for engaging with culture acting as an impediment to fast innovation increasing numbers. Challenger banking is thus fast customers. and the demand from customers for a Google/ becoming one of the largest categories by interest, Pseudo Challengers: The digital subsidiaries, Facebook-like simplicity in banking experience and innovation, within fintech. led to the creation of an entrepreneur-led banking digital partners (neo banks) and digital startups of products revolution. Fast forward to 2016 - a new existing banks which engage with customers through both branch and digital channels. BURNMARK / OCTOBER 2016 4 The business model and technological model of challenger banks have been built around customer centricity, regardless of their approach to licensing and partner bank relationships Reliance on partner bank Self-reliant The Definition Real, Pseudo and Embryonic challengers BURNMARK / OCTOBER 2016 5 Challenger Banks LOCATIONS SERVICES OFFERED BY INSTITUTIONS LENDING UK:40 Canada:1 Germany:3 France:4 54% USA:5 Spain:1 Italy:1 S. Korea:1 China:2 FIXED SAVINGS India:8 52% SAVINGS BONDS (EU/US ONLY) Brazil:1 42% CREDIT CARDS INSTITUTIONS 34% EU/USA Abacus, Aldermore, Almond Bank, ASDA Money, Atom Bank, BankMobile, British Business Bank, Burnley Savings and Loans, Cambridge & Counties Bank, Cetelem, Charter Savings Bank, Civilised Bank, Compete Nickel, Coombs4, Ffrees, MORTGAGES Fidor, Fidor Bank UK, First Direct1, Firstsave2, GoBank, Hampden & Co.(previously Scoban LLC), Hampshire Trust Bank, Harrods Bank, Hello Bank5, Lintel Bank, Loot, M & S, Masthaven, Metro Bank, Monese Banking, Monzo, Moven Bank, No. 25% 26, OakNorth Bank, OneSavings Bank, Osper, Paragon Bank, RCI Bank, Sainsbury’s, Secco Bank, Secure Trust Bank (STB), Shawbrook Bank, Simple7, solarisBank, Soon Banque6, Starling, Tandem Bank, Tesco, TSB Bank, United Bank UK, Virgin QUICK SAVINGS 3 Money, Williams & Glyn 25% OTHER Aditya Birla Nuvo, Airtel M Commerce Services, Borrowell, Cholamandalam Distribution Services, digibank8, FINO 9 12 13 11 PayTech , Freasy , imaginBank , Instabank, Kakao , Koho, Mybank, National Securities Depository, NuBank, Nutmeg, EASY SAVINGS 10 14 PayTm, Reliance Industries , Tyro, Vodafone M-Pesa, WeBank, Widiba 21% PRIMARY SERVICE BANKS LAUNCHING SUBSIDIARIES 1 HSBC 2 First Bank of Nigeria 3 RBS 4 S&U Digital Banking (26) Generic Banking (15) 5 BNP Paribas 6 AXA 7 BBVA 8 DBS 9 JV Savings/Lending (15) Mortgages (4) with ICICI Bank 10 JV with State Bank of India 11 JV with Korea Telecom 12 Credit Agricole Other (10) 13 CaixaBank 14 Banca Monte dei Paschi di Seina BURNMARK / OCTOBER 2016 6 INSIGHT 1 Challenger banks: Raison d’être. Data The dynamics around banking penetration, customer 40%, Italy – 24% and USA – 37%. In contrast most inefficiencies of the incumbents in serving the confidence in banking and smartphone penetration of the Asian countries have high confidence in their customer in the best possible and transparent manner. presents diverse opportunities for challenger banks respective banking industries with Thailand – 89%, The trust and confidence in the existing banking across the world. Malaysia – 86%, Philippines – 77%, China – 72%, establishment have been seriously eroded post the and India – 70%. Some of the and eastern European financial crisis. This erosion of confidence creates A shift in demographics countries also exhibit decent confidence in the banking space for competitors to enter or to gain market share The millennial generation in the US is now 92M industry with Malta – 72%, Luxembourg 66%, Estonia – by offering a superior service, or by simply being compared to 77M of baby boomers and in the UK 55% and Czech republic – 50%. available to customers (and offering the proverbial ear). it is 13.8M - this is a population of consumers who Smartphone penetration Emerging markets are looking at challengers as a are digital natives, socially hyperconnected and medium to accelerate banking innovation as well as increasingly concerned about financial stability due to Most of the developed economies across the world financial inclusion and wellness. As mobile penetration their early years being spent in a drawn out financial have high and very high smartphone penetration with is increasing in the emerging markets, banks utilising crisis. This is a population that is more comfortable Singapore – 92%, South Korea – 82%, UK – 75%, USA digital channels to onboard, engage or serve customers with on-demand services like AirBnB and Uber and – 70%, and Germany – 65%. Some of the emerging evolve to become an important medium for financial simplified experiences like Google. This fundamental economies are also showcasing high smartphone inclusion initiatives. shift in demographics along with economic drivers penetration with Hong Kong – 63%, China- 58%, and like low interest rates, and the desire for a simplified, Israel – 57%. intuitive, on-demand and mostly free customer Insights service is leading this group to explore options beyond traditional banking. Trends In developed markets with high smartphone and Customer confidence in banking retail banking penetration, challenger banks will The reasons for emergence of challenger banks are collaborate with incumbents to restore customer trust In the developed market, especially western Europe multi-fold and also dependent on the regions they in banking by improving customer experience and by and the US, the trust of customers has taken a beating belong to, given the region specific problems that these extending the benefits of lower operating costs directly post the financial crisis, with most of the countries challenger banks are trying to solve. to customers. The countries with high smartphone showing low and very low confidence in the banking In the developed markets, challenger banks penetration and low banking reach will see challengers industry with UK – 33%, France – 33%, Germany – are gaining prominence due to the underlying leading financial inclusion initiatives. BURNMARK / OCTOBER 2016 7 70% Belgium UK Incumbents will be digital follow- Netherlands Challenger banking as collabora- 60% ers due to low trust for financial tion between traditional and new institutions and low smartphone Spain players, in both investment and penetration Greece France expertise Malaysia Finland Austria Luxembourg 50% USA Israel Brazil Germany Sweden Mexico Italy Singapore 40% South Korea Malta Thailand Taiwan Estonia Czech Republic 30% Challenger banks focused on capturing previously unbanked or Canada Disruption due to high smartphone underbanked population segments Russia penetration either by challenger (for example, new middle class) apps or by mobile payments Hong Kong 20% India China Philippines 10% 20%30% 40%50% 60%870% 0% 90% 100% Geographic reasons for challenger banking evolution BURNMARK / OCTOBER 2016 8 INSIGHT 2 SMEs in Europe (5.2m), followed by Germany while the US and China dominate with 28m and 42m SMEs Geographic presence respectively. of challenger banks Trends Second to the UK, Singapore is increasingly active in policy and benefits to make it an attractive fintech hub to set up a business. While